Apple and Samsung - Assessment of Our Plan for Our Sales Presentation to a New Potential Customer

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5. A list of questions to discover the potential customer’s needs/requirements

- Have you ever owned a tablet? Were you satisfied with the product or are there any features you would have liked to have improved?

- What are you going to use the iPad for? Personal or Business usage?

- Have you a specific budget for your purchase?

- How much storage do you require?

- Do you need your tablet to have a camera? And will you need extra storage for photos/videos?

- Are you going to use your iPad as a replacement for a laptop or PC? If this is the case we can add in a wireless keyboard that connects to any iPad, making it easier to use for working.

- What major differences have you found between the iPad and a laptop?

6. A list of questions we may be asked

- How do you find the camera on the iPad?

This iPad has two cameras back and front and both are excellent and offer high quality photos, the front facing camera is good for skype calls and even facetime. The iSight camera (back camera) is a high powered 8 mega pixel camera and has a LED flash to allow the customer to take photos in places with poor lighting.

- What is the iPad battery life like and what battery lifespan can be expected from the product?

The iPad has a lithium polymer battery which can provide up to 10 hours surfing the web, watching videos or listening to music. The Wi-Fi and cellular model up to 9 hours surfing the web using a mobile data network. You can expect the battery to last for several years if it is looked after properly.

- What kinds of memory options are available for the iPad?

The iPad pro comes with an option of either 32GB or a 128GB memory in which you can choose from depending on the customer’s requirements.

- How much does it cost?

The iPad pro starts at €799 for the basic 32GB with Wi-Fi, then goes up to about €950 for the 128GB model with Wi-Fi, the 128GB with Wi-Fi and cellular capabilities costs around €1080.

- Do I need cellular internet access or is Wi-Fi sufficient?

If you plan on using your iPad out of range of any Wi-Fi we recommend you go for the model with cellular capabilities.

- What additional accessories can I buy for the iPad pro?

The amount of accessories that can be bought for the iPad is endless from extra speakers to desktop chargers, two of particular note is the smart keyboard cover and the apple pencil which are both exclusive to the iPad pro.

- Is there a wide range of apps available for the iPad pro?

Like all apple products there is a wide range of apps available to you, they can be found in the app store where you will find a large percentage of them are free of charge.

Figure 3: Excellent Business Apps (Price, 2016)

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7. Some objections the potential customer will have

- My old product is good enough

The strategy here is to ensure the prospect has product knowledge (Majer, 2012). Show the features that can benefit them with this new product.

2. I don’t need it

This is where we have to be alert to the needs of the customer. It is important not to push more on the prospect than they need. Does the prospect need more time, better methods, or just the basics?

3. I think your competitor’s product is superior

This is where we display a comparison between the two products. “I understand where you’re coming from, some of our customers have felt the same way”, is a way to set us up for the next stage. This is when we show the prospect testimonials from current customers that talk about how much better our product is than our competitor’s.

4. I don’t think it’s for me

“Obviously you have a good reason for that, do you mind if I ask what it is?” - This is a way to discover if the prospect has a reason for saying that. It can help clarify if the client is unconvinced or hesitant themselves.

5. I’m used to my old product, it will be too much hassle to set up this product

We’ll offer to set it up, and make sure to assist with any potential problems the prospect may have. A good technique for teaching is to show the prospect, then ask if they can repeat the process you just did. Such as setting up the WiFi. The prospect will discover how easy it is and it will build trust.

8. The closing technique we will use

For the Closing Technique my group and I will be attempting to close the sale. Understanding how to close and what techniques to use is great but there’s no way to guarantee that you make the sale. We will start off by helping our customer to identify his needs/wants and then demonstrating with the product we’re using, a solution that meets his needs. With that foundation, a good closing will help us make the sale and helping the company as well.

My group will be using two different techniques. The first technique is to summarise and then confirm the order. My group and I will go through all the aspects of the iPad that benefit a business man and then close the sale. If this technique fails, we will then ask whether the buyer wants a different model than the iPad Pro or the same one as they are selling out fast and he/ she may lose out on the offers they have now. This technique entices the buyer to think quickly and will more than likely purchase a product in fear of missing out.

9. The technique for our follow-up call

After the sale, my group and I will follow up with a phone call to our customer in order to further develop the relationship. Here we will try to measure the customer’s satisfaction with the